Building confidence through clarity

By Lori Jerome, PABCO Roofing Products.  

Learn why teaching homeowners about their roof leads to better deciscions and stronger relationships. 

For many homeowners, their roof is not something they think about until a catastrophic event happens – like a tree falling on their home or a water leak damaging their interior. Because of this “out-of-sight, out-of-mind” perspective, it is your job as a roofing professional to help them understand their roof better and learn how to care for it.  

Looking at the roof 

One of the first steps to helping your customers (and future customers) learn about their roof is to talk them through how professionals assess a roof to find issues before they become catastrophes. Consider talking to them about things like:  

• Cracking or curling shingles: As asphalt roofs age, the asphalt can become brittle and crack due to exposure to the elements. They can also, at times, cup or curl, which is when they begin to lift from the roof deck. Both of these are clear signs that a roof needs repair or replacement, as those cracks can lead to larger issues like leaks.  
• Missing granules: Another thing that happens as asphalt roofs age is the granules that coat them naturally start coming off. While this is normal, too much granule loss means a loss of benefits like UV protection, water direction, fire resistance and algae inhibition. 
• Sagging or waviness in the roofline: A great way to explain this one to homeowners is that you are looking for uneven shingles. This can be a sign of everything from moisture damage in the roof deck to debris getting caught under a loose shingle. Either way, this irregularity is a sign that a roof needs some work.  
• Environmental factors: Another thing that homeowners should be aware of is the environment around their roof. Things like overhanging trees need to be monitored and trimmed to avoid roof risks like damage from falling branches.   
• The state of the gutters: While often seen as an accessory to a roof, gutters are a crucial part of the roof system that keep water from pooling and damaging the home’s structure. Homeowners should be advised to keep their gutters clear of debris like leaves. Not only does this make sure that water sheds properly, but if gutters get too full and heavy, they can also start putting strain on the roof due to accumulated weight. 

Explaining what you as a professional look at when inspecting a roof helps your customers look at their roof more critically and understand why proactive maintenance, which can feel like an expensive inconvenience to many homeowners, is so important.  

Talking about the roof options 

Another step in helping homeowners learn about their roofs is to be clear when you are talking about their roof options. In the best-case scenarios, the roof is still in good shape, and you will be focused on preventative care. However, if you found some of those telltale signs of an aging and failing roof, it’s time to talk to your client about whether a roof repair will suffice or if it’s time for a full roof replacement.  

As you talk with them, you want to prioritize clear and understandable communication. For example, don’t just tell them that their roof product is too old to repair, show them the shingle marking that leading manufacturers, like PABCO Roofing Products, put on their products to show when it was made.  

Additionally, make sure you talk to them about both the current and future benefits of investing in their roofs. Many homeowners hesitate to replace a roof before a catastrophe strikes due to the expense. By talking to them about how newer roofs can have better warranties, increase their home’s value, protect their family better and even get them better insurance rates, you can help assuage some of their cost concerns.  

Conclusion 

Overall, it is important to remember that what is an everyday roofing conversation for you is something your client might have never thought about before. By taking the time to teach them and walk them through their options, you make your client feel like a decision-maker and partner, not just another sale. And that helps you build a reputation as a customer-first, trustworthy contractor.  

Original article and photo source: PABCO Roofing Products